Training

Tough Negotiations skills

Target Audience:Customer service specialists, KAM, sales managers, talent poolDuration: 2 days, 16 hoursProvider:Venue:AEB office, Moscow, Krasnoproletarskaya ul. 16 bld. 3, entrance 8 (4th floor), nearest metro station - NovoslobodskayaLanguage:RussianCoach:ANDREY Shlesin
ANDREY Shlesin ANDREY Shlesin

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

 Training objectives and advantages
During the program participants will:
• Reinforce existing and develop new skills in conducting tough negotiations
• Learn how to secure their interests under opponents tough pressure
• obtain new negotiations techniques and accept «the best practices»
• get comprehensive feedback on existing negotiation skills for further development

Training program
1. Marketing 

  • Key success factors in the industry
  • SWOT analysis of the sales department
  • Competitive advantages of the products
  • Customers’ benefits – how to give them what they want? 

2. Overview of the “Negotiating Effectively” course.

  • Preparation
  • Discussion
  • Proposal
  • Bargaining
  • Completion

3. Features of tough negotiations and ways of counteraction. Extreme initial posture

  • Emotional pressure strategies
  • Your concessions are seen as your weakness 
  • Your opponent is highly incompliant
  • Facts and arguments are ignored

4. Types of clients and using this knowledge in negotiations.

  • Goal orientation: “hard” approach vs. “soft” approach
  • Attitude towards your opponent: “warm” approach vs. “cold” approach 
  • Correlations between personality types and behavior 
  • Ready-to-go recipes to influence each personality type in various negotiating situations 

5. Exploration and argumentation

  • How to detect your opponent’s motives and interests? Taking account of your opponent’s guidelines and expectations
  • Convincing and influencing techniques for negotiations 
  • Devaluating your opponent’s arguments. Ways of taking and maintaining the lead during negotiations
  • How to behave in a conflict situation?

6. Bargaining skills 

  • Tough bargaining phase.
  • How to handle dead-end situations? Ways of coming to an agreement 
  • Ways of increasing the party’s satisfaction 

7. Stress and emotions management in a tough negotiating environment.

  • Self-regulation opportunities 
  • Creating a positive climate.

8. Approaching your clients.
Working out algorithms to influence the main types of clients 

9. Practicing negotiating skills for different types of customers. 

This training program gives practical techniques of conducting hard negotiations. During the training the participants will study of various types of attack and defense and practice effective response algorithms.

All participants will receive a certificate of attendance.